Keywords: salespeople develop work plans to arrange sales is action-oriented science, no action, no performance, and to make the sales operations efficient, it must develop a sound marketing plan.
The ancients said: more is better, a little too much. Sales is action-oriented science, no action, no performance, and to make the sales operations efficient, it must develop a sound marketing plan. Plan of action, in order to make sales activities produce good results, sales staff to do the first step is to do a thorough marketing plan. So, what is the sales plan? what it needs to be included?
Simply said: "sales" means sales within a certain period of time to carry out activities and the objectives to be reached. Sales staff in developing sales plans should consider the following three factors: the amount of time to ensure contact with the customer to maximize; clear the final objective to be reached; clear objectives needed resources. In the implementation of marketing plans, sales staff must hold tight, seriously, you must take full responsibility for your own projects. In addition, the sales staff also should regularly evaluate the implementation of the plan, and supervise the progress of your grasp, to achieve the ultimate goal.
1. develop a marketing plan which principles should be followed?
Ensure that the contact with the customer's time. No contact, no performance, sales staff and prospective clients face-to-face contact time determines his performance, sales plan first checks whether the key is that you have arranged to have enough time to reach a sufficient number of prospective customers.
Clearly to be reached in the final destination. In drawing up the plan, sales staff must first understand your goals, we often say that targets. The target is the company's expectations for sales staff, and also the sales needs to complete a task, these goals are often also must follow the company's strategic goals and priorities.
To fully understand the use of resources and its disadvantages. To reach the target, the sales staff must fully understand what resources are available and the advantages and disadvantages of these resources. The following items can help sales staff to review your own resources: product knowledge; prices; existing customer relations; prospective customer repositories; sales area; sales AIDS.
2. how to develop a cohesive marketing plan?
A good marketing plan is a practical and efficient plan. Sales staff should know who to call, when to visit, every time you visit the goals and methods, to achieve the full use of their time, in order to develop effective marketing plans, please give full consideration to the following matters and arrangement of their time:
Developing call plan. Developing call plan, according to the number of provided services and their ability to determine the number of visits, and plan out each month, the number of visits per day (including the number of new calls per day, daily repeat visit frequency, the number of new calls per month, the number of repeat visits per month).
Elaboration of schemes. Good sales line refers to the sales staff can be reached within the time stipulated venue and eliminate unnecessary travel to visit routes. Usually, the sales line is straight, spiral, siyecao-, 4-zone, specifically: "straight" applies to the customer base is located on a straight line; "siyecao" applies to the sales area is large and requires several days time to go; "spiral" is often used in situations where the customer is very decentralized; the "zone" requires that the entire area is divided into a number of areas.
Plan to meet the customer's time. Scheduled by phone, sales letter (DM), meeting with customers.
Full application of the effective period of time. In General, 10: 00 am-11: 30 and 2: 00 pm-5: 00 is the best meeting with customers, sales staff should be fully exploited.
Do sales ready. Specifically, including proposal writing, data preparation, etc.
Complaint processing time. Sales staff should be aware that as soon as possible, the importance of dealing with customer complaints, and set aside a special time to process.
Training time. Participation in in-house training.
Conference. Participation in company meetings.
The above factors indicate that do a good marketing plan is not a simple thing. Professional and non-professional differences? non-professional sales personnel believe in luck, luck to will bring a lot of performance, performance is bad luck; professional sales each month to produce stable performance, he believed that every performance is planned to gradually work, although some performance results to after a long time tracking, wait, but through effective planning to track customer is the stable performance of the most important foundation. Only with the help of the program, you can track, review and improvement, so that you can gradually increase sales effectiveness.
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